They Want Enrollers, Not Agents

[FLM2]

I had a pretty long chat with another forum member yesterday on a number of topics and something he said became even clearer when reading the FFM email posted in another thread.

The other forum members comment was, 'I have to decide whether I want to be just an enroller or continue to be an agent'.

What has always set me apart from most other agents (and it is true for many forum members) is the level of service I provide to my clients. I've always taken responsibility for making sure they are getting what they are paying for-the result has been a book of long term clients who view me as a trusted advisor.

It's pretty clear to me, based on the way insurance companies are treating agents (limiting their access to information, not allowing us to take care of certain things, like payments, that we have in the past) as well as the FFM that the new model for agents is supposed to be as enrollers, not trusted advisors. We are being paid much less, have new rules (like the FFM directives) that limit the scope of your activities, and generally have been marginalized in this market.

I don't know that I can make the transition to 'enroller' from 'trusted advisor/agent' so will find some middle ground that is somewhat comfortable-I don't know exactly what this is at this time but am working on it with a goal of keeping my clients on the books and keeping them as satisfied as possible without taking any responsibility that could turn into a liability for me. An example of this would be uploading documents for income verification to the FFM while letting the client know that I have no control over that process or the eventual result once the documents are reviewed.

What do the rest of you think?

 

[RayNY]

I agree, I'm seeing the same path forward as you are.

However, we can't forget all of the extra value we can provide. We may be delegated to "enroller" when it comes to health, but we are insurance brokers not "health brokers".

The value in coming to us is our high-level view of a clients current and future needs, and our foresight and knowledge into products that can help them reach their goals. Whether it's protecting their wife and kids with a term life policy, protecting their business with a DI or BOE plan, planning for the worse with buy-sells, or planning for the best with cash value whole life with an LTD rider, our knowledge and skill in planning is invaluable.

Even if our role in health is diminished, it still becomes a valuable tool for prospecting. We're seeing new clients, people who would never have sought out insurance in general before, and it's up to us to ensure they're protected on all levels-not just when they need medical care.

 

[kgmom219]

"Its as easy as buying a plane ticket"

Obviously, we sell ourselves to some extent. They can use us or an 800 number. But I've had it with the FFM issues. Most of my FFM clients are "paper subsidy" clients who can afford the premium. Starting next year, I am going to sell them on buying on the FFM, not taking the subsidy and getting the money back at tax time. My biggest issue right now are the clients who ignored the letters from the FFM (despite my pleading to not ignore their emails) and their premiums skyrocketed this month because their subsidy was removed.

I will continue to focus on moving to a more balanced approach by adding Med Supps, so that if by 2017 decent commissions on Indy business is DOA, I'm covered.

 

[DS4]

Starting next year, I am going to sell them on buying on the FFM, not taking the subsidy and getting the money back at tax time.

Good luck with that.
Not many families can afford to shell out $$$$$$$ and then get a chunk of it back at tax time.

 

[kgmom219]

Good luck with that.
Not many families can afford to shell out $$$$$$$ and then get a chunk of it back at tax time.

Its my unique market. I already know its weird.

 

[TN_agent]

I have started advising people to do that exact thing kgmom, if they can afford it. If they are only eligible for an estimated $50 a month help, for example. Then I ask them if they just want to avoid the headache of dealing with the exchange and the feds and go straight to the carrier. So far about half take that option even though it costs them money.

I think that the ACA should be changed so that anyone who buys an individual QHP (on or off exchange) should be eligible for the subsidy, the ones who go off-exchange just don't get the money until tax time.

 

[MaryDallas]

An Assurant rep called me and asked me: "What is your business plan for 2015?" I said, "Are you asking me if I'm going into P&C; life insurance; or get a job?" And told her it is very clear insurance carriers are not supporting health insurance agents. I am way past the stunned phase: many issues need to be worked out. I'm not going anywhere, but I'm not concentrating on health insurance any longer either.

 

[sman]

I have started advising people to do that exact thing kgmom, if they can afford it. If they are only eligible for an estimated $50 a month help, for example. Then I ask them if they just want to avoid the headache of dealing with the exchange and the feds and go straight to the carrier. So far about half take that option even though it costs them money. I think that the ACA should be changed so that anyone who buys an individual QHP (on or off exchange) should be eligible for the subsidy, the ones who go off-exchange just don't get the money until tax time.

Can you point me to where it shows a person who purchases coverage off exchange (hc.gov) can receive a subsidy at the time of filing their taxes for the prior year? Everything I've read states to receive the subsidy, coverage must be purchased on the exchange.

I certainly don't know the law inside and out so I'm asking, not challenging.

 

[somarco]

I hung up my health insurance guns Jan 1 and never looked back.

 

[Yagents]

Yes. Only exchange coverage can get subsidy.

Anybody know of someone who got zero monthly credit, and instead got a refund of tax credits for 2014